As an organization, if your sales cycles continually runs long, you need to improve your process for predicting, identifying, and removing obstacles to closing the sale. If an organization wants to increase revenue, they should spend time eliminating impediments that slow the buying process.
Time to evaluate the year your assumptions from the beginning of the year to adjust your second half to increase sales. Also, how can you re-calibrate your metrics to attain the goal? If you are using a CRM and keeping it up to date, this should take you a half of a day.
Like most people looking at making a move in their career, he vacillated between staying at his job and leaving to start his own business. At the time,
EThe customer asks you to present a software solution to solve a communication channel need within the marketing department. You discover the real motivation for this business need is due
Bar none, with no question, the best closer I have ever worked with is Carrie. For someone who was apprehensive about going into sales early in her career, she has developed into a great salesperson. She is responsible for both the print edition, plus digital assets. She has remained with the same company her entire career, through the recessions, booms, busts, the death of print and the rise of online, and to this day is still the top seller. The best piece of sales advice she received:
Ian shared that during his readings, he came across several references to persistence in selling. Through a variety of books, he learned how to push himself continually in sales. He understands how to hear “no,” and use that to
Skillful prospecting is paramount to any sales person’s success. The trick is not to treat all prospects as equal. A big deal and a small deal will take the same amount of time and bandwidth to work and close. Contextualizing your universe increases the likelihood of beating your goals. This exercise is six easy steps and only
Salespeople give steep discounts or have a low close ratio, have you consider testing their product knowledge? Product knowledge is more than specs; it is understanding how the product impacts the buyer's life and
According to Heniz Marketing, 84% of B2B decision makers start the buying process with a referral. We all know referrals make selling so much easier. In fact, people are 4 times more likely to buy when referred by a friend. So why are sales people not asking for more referrals?
As a seller, I can think of few phrases that I hate more than “let me think about it.” The longer a deal takes to close, the odds of closing drop dramatically. Why is that? The forgetting curve starts: 75% of the information is forgotten within 24 hours, 90% of the inforamtion is forgotten within 30 days and 50% of the information they can recall is
